Billings-Yun, Melanie <br/><br/>
Beyond dealmaking   five steps to negotiating profitable relationships /  [electronic resource] : 
Melanie Billings-Yun. 
 - San Francisco :  Jossey-Bass,  2009. 
 - 1 online resource (xix, 279 p.) :  ill. b&w. 
<br/><br/>Includes bibliographical references and index. 
<br/><br/>Pt. 1. Why relationship matter -- <br/>Ch. 1. The goal is not a good deal, but a good outcome -- <br/>Ch. 2. Even monkeys demand fairness -- <br/>Ch. 3. The power of us -- <br/>Pt. 2. The mind of the negotiator -- <br/>Ch. 4. The four pillars of relationship negotiation -- <br/>Ch. 5. Don’t feed the bears! -- <br/>Ch. 6. Be prepared -- <br/>Pt. 3. Five steps to success --<br/>Ch. 7. Goals – What you really want -- <br/>Ch. 8. Routers – How to get there -- <br/>Ch. 9. Arguments – Making your case -- <br/>Ch. 10. Substitutes – The backup plan -- <br/>Ch. 11. Persuasion – Winning them over --<br/>Pt. 4. Conclusion -- <br/>Ch. 12. You can negotiate! -- <br/>Appendix A: GRASP negotiation plan -- <br/>Appendix B: Post-negotiation evaluation. 
<br/><br/> Negotiation is the process of connecting with another person or persons, resolving your differences, and coming up with solutions 
<br/><br/><label>ISBN: </label>9780470564271 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Negotiation in business<br/>Deals<br/>Success in business
<br/><br/><label>Dewey Class. No.: </label>658.4052